Enterprise Sales Leader

Trianz•San Francisco, CA

About The Position

The Enterprise Sales Leader (Large Deals) is responsible for driving large, complex, multi-tower technology services pursuits and securing high-value strategic deals for Trianz. This role owns the end-to-end pursuit lifecycle—from initial opportunity shaping to solution orchestration, proposal development, executive alignment, and commercial negotiation. The AVP will work closely with CXO-level client stakeholders and internal solution, delivery, and executive teams to position Trianz as a trusted transformation partner across Cloud, Infrastructure, Digital, Data & Analytics, Modernization, and Managed Services. The ideal candidate brings a strong track record of winning large deals ($10M–$ 3 0M+), deep consultative selling expertise, and the ability to drive compelling win strategies in highly competitive environments.

Requirements

Large Deal Pursuit Expertise Demonstrated success in leading and closing large, strategic deals with total contract values of $10M or more. Strong ability to evaluate and qualify opportunities effectively, ensuring focus on the most promising deals. Experience managing complex, multi-year contracts and large-scale transformation or outsourcing engagements.
Executive Presence & Influence Ability to engage, influence, and build trust with senior client executives. Strong storytelling, presentation, and value articulation skills. Capable of leading high-stakes executive discussions and negotiation sessions.
Solutioning Knowledge Across Digital & IT Services Good understanding of: Cloud transformation & managed services Digital & application modernization Data, analytics, and AI/ML Cybersecurity & digital infrastructure Automation, ITSM, and IT operations Ability to translate complex solutions into business value propositions.
Commercial & Contracting Acumen Experience structuring multi-year commercial deals. Strong understanding of pricing strategies, T&M vs managed services, outcome-based pricing, and risk-reward models. Ability to negotiate complex contracts with procurement, legal, and finance teams.
Strategic Thinking & Pursuit Structuring Ability to develop winning strategies in competitive scenarios. Strong understanding of industry trends, competitive landscape, and market dynamics. Ability to design compelling win themes, value frameworks, and pursuit campaign plans.
Collaboration & Leadership Ability to lead large, cross-functional teams under tight timelines. Strong planning, time management, and communication across internal stakeholders. Ability to keep teams aligned and maintain momentum throughout a long pursuit cycle.
Personal Traits Highly driven, outcome-oriented, and resilient. Creative problem solver with the ability to simplify complexity. Agile, adaptable, and able to thrive in dynamic and competitive pursuits.
1 5 –18+ years of experience in IT services/digital transformation sales. Demonstrated success leading and winning large strategic deals. Experience selling to Fortune 500 or large enterprise clients. Willingness to travel 30–50% based on pursuit needs.

Responsibilities

Large Deal Acquisition & Pursuit Leadership Identify, qualify, and lead strategic large-deal opportunities across targeted sectors. Drive the complete large-deal lifecycle including qualification, pursuit planning, solution alignment, proposal development, and closure. Build multi-year, multi-tower deal structures across digital transformation, cloud modernization, analytics, infrastructure, cybersecurity, and managed services. Lead large deal workshops, discovery sessions, and value articulation sessions with client executives.
Client & CXO Engagement Build and maintain executive relationships (CIO, CTO, CISO, CDO, COO, CFO, Business Heads). Shape client demand by bringing insights, benchmarks, transformation roadmaps, and industry POVs. Drive trusted advisor positioning for Trianz, aligning offerings to client priorities and transformation agendas.
Strategic Deal Orchestration Orchestrate cross-functional pursuit teams including solution architects, domain experts, pricing, legal, delivery, and marketing. Develop comprehensive pursuit strategies, win themes, differentiators, and competitor counter-strategies . Ensure that all solutions, delivery models, and commercials meet client expectations and Trianz’s profitability/feasibility thresholds.
Proposal, SOW & Commercial Management Lead development of high-quality proposals, RFP responses, SOWs, and executive presentations. Drive commercial structuring including multi-year pricing models, TCO/ROI frameworks, and investment-based deal models. Manage negotiations around scope, SLAs, KPIs, cost models, and contractual terms.
Market Intelligence & Large Deal Strategy Stay current on industry trends, pricing models, competitor approaches, and emerging technologies impacting large deals. Leverage market data and insights to refine deal strategies and influence Trianz's large-deal go-to-market approach. Identify partnership opportunities that enhance Trianz’s ability to win large strategic deals (AWS, Azure, GCP, OEMs, SI partnerships).
Operational Excellence Maintain disciplined pipeline hygiene, forecasting accuracy, and CRM updates. Ensure adherence to governance, risk, financial approvals, and corporate standards. Drive regular status updates, pursuit reviews, and executive alignment meetings.